University of Southern California

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Allen Weiss
Professor of Marketing

USC Marshall School of Business
Los Angeles, CA 90089-0808

Phone: 
213-740-5035
amweiss@marshall.usc.edu
Education: 
PhD, University of Wisconsin; MBA, University of Kansas; MA, The Ohio State University; BS, UC-Santa Barbara

Overview

Allen Weiss studies technology marketing, particularly how firms make decisions in technologically sophisticated markets. His research has published in the Journal of Marketing Research, Journal of Marketing, Management Science, Organization Science, and Journal of Financial Economics. Professor Weiss consults with high-technology and internet firms, including Intel Corporation, Texas Instruments, COMPAQ, and IBM.

Research

Helping Strangers: Role Identity, Symbolic Incentives, • 2010
Listening to Strangers: Whose Responses are Valuable, How Valuable Are They, and Why? • 2008
Moving from Free to Fee: How Online Firms Market to Successfully Change their Business Model • 2008
Marketing Champions • 2006
Buying Modular Systems in Technology-Intensive Markets • 2003
Assessing When Increased Media Weight Helps Sales of Real World Ads • 2002
Managerial Preferences for Strategic Alliance Attributes: Some Global Contrasts • 2002
No Es Como Mi: Relational Demography and conflit In a Mexican Production Facility • 2001
Marketing in High-Technology Product Markets: Toward An Integrative Framework • 1999
The Impact of Reputation on the Choice of Sales Organization • 1999
The Nature of Technical Products • 1998
Holding Distribution Channel Relationships Together: The Role of Transaction-Specfic Assets and Length of Prior Relationship • 1997
The Relationship Between a Frim's Level of Technological Innovativeness and its Pattern of Partnership Agreements • 1997
Investments in Technological Innovations: An Options Pricing Approach • 1997
Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets • 1995
The Effects of Expectations on Technology Adoption: Some Empirical Evidence • 1994
The Nature of Organizational Search in High-Technology Markets • 1993
Marketing in Turbulent Environments: Decision Processes and the Time-Sensitivity of Information • 1993
Converting from Independent to Employee Sales Forces: The Role of Perceived Switching Costs • 1992
Unbundling of Industrial Systems • 1990
An Organizational Coordination Model of Sales Compensation Plans: Theoretical Analysis and Empirical Test • 1987